6 resources from Andreessen Horowitz we point people to, and the questions each answers.
Why we picked it Five questions you can answer this afternoon from data you already have, including the underused one about what objections churned customers gave you. Written by a16z's GTM network partner, so it is built for operators rather than theorists.
From Andreessen Horowitz by Michael King ~10 min read
Open a16z.com →Why we picked it A structured curriculum for engineers who have never thought about sales, covering channels, segmentation, quota, comp and coverage in bite-sized pieces. Good for building vocabulary fast so GTM conversations stop being opaque.
On Andreessen Horowitz by Peter Levine 16 short videos
Open a16z.com →Why we picked it Casado's argument that the modern B2B winners combine bottom-up adoption with a sales layer is the clearest framing of why 'which motion are we' is usually the wrong question. Uses Dropbox, Twilio and Atlassian to show the shape.
From Andreessen Horowitz by Martin Casado ~15 min read
Open a16z.com →Why we picked it The bounding method for a first price (cost to serve as the floor, cost of a heavy power user as the ceiling) plus the advice to keep pricing changeable in the product. Written for founders who are about to underprice, which is most of them.
From Andreessen Horowitz by Steven Sinofsky long read
Open a16z.com →Why we picked it Maps tiers to how adoption actually spreads (casual user, professional, team, organisation) rather than to a feature matrix, using Notion, Databricks, GitHub and dbt. The best argument for delaying monetisation until usage patterns are legible.
From Andreessen Horowitz by Jennifer Li and Martin Casado long read
Open a16z.com →Why we picked it The clearest statement of why per-seat pricing breaks when software does the work, with the support agent example (115 dollars per seat per month becomes a price per resolved ticket) and the variable cost problem underneath AI products.
From Andreessen Horowitz by Ivan Makarov, James da Costa and Bobby Pinero short read
Open a16z.com →
